Today’s topic is how to replace leads with opportunities for the sales team through Account Based Marketing. My goal is to bring clarity to whether ABM is hype or real for your company. If you live or die by the big deal, Account Based Marketing should be on the top of your priority list. To follow-along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to pages 214 – 217 of the PDF.
Our guest today is Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a B2B marketing and sales enablement team. PGi is the world’s largest dedicated provider of collaboration software and services to business, hosting over a million people each day utilizing their products.
Watch my interview with Leo as he describes the journey his company has gone through to leverage ABM. Leo and I discuss the ABM topic that is receiving a tremendous amount of buzz. This is an ideal video resource to help B2B marketing leaders separate the hype from the reality.
ABM is perfect in an environment where you make or miss your number based on a few big deals. To attain over achievement there are a half of dozen deals a year that are very large. Having marketing focused on those deals, with sales, increases the probability of closing those. ABM is all about having marketing focused on helping us generate those big deals.
Evaluate your ABM Strategy at a deeper level by downloading our 10th annual workbook, How to Make Your Number in 2017. Turn to page 214 of the PDF and review the Account Based Marketing section of the Marketing Strategy.